Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawców

• Authors: Cybulski Krzysztof

Title variants

EN

Determinants and Consequences of Involuntary Turnover of Sales Personnel

• Languages of publication: PL EN

Abstracts

PL

Wpływ zarówno dobrowolnej, jak i wymuszonej fluktuacji sprzedawców na praktycznie wszystkie organizacje działające w różnych branżach jest kosztowny i niezmiernie uciążliwy. W niniejszym tekście autor uzasadnia tezę, że coraz bardziej dotkliwe zjawisko, fluktuacji sprzedawców również wymuszonej jest przede wszystkim konsekwencją złego zarządzania organizacjami sprzedażowymi. Odzwierciedla ono brak doświadczenia oraz deficyt podstawowych kompetencji oraz umiejętności menedżerów sprzedaży do radzenia sobie z problemami podległych zespołów sprzedażowych. Precyzyjna analiza zjawiska wymuszonej fluktuacji nie tylko pozwoliła na identyfikację jej przyczyn i konsekwencji, ale ponadto umożliwiła wskazać konkretne działania konieczne dla ograniczenia jej skali.

EN

Both voluntary and involuntary turnover of sales personnel has a costly and troublesome impact on virtually all firms operating in different industries. In this paper the author argues that an increasingly important phenomenon of especially involuntary sales force turnover derives mostly from poor managerial practices and, to a certain extent, reflects the inability of sales managers to deal with sales teams problems. An accurate analysis of the phenomenon allowed for identifying practical solutions and showing specific necessary actions that would reduce the volume of sales force involuntary turnover and curb its negative consequences.

Keywords

PL

wymuszona fluktuacja sprzedawców; koszty fluktuacji; przyczyny wymuszonej fluktuacji; konsekwencje fluktuacji; redukowania poziomu fluktuacji

EN

involuntary turnover of salespeople; turnover costs; causes of involuntary turnover; turnover consequences; reduction of salespeople turnover level

• Publisher: Uniwersytet Warszawski. Wydawnictwo Naukowe Wydziału Zarządzania
• Journal: Studia i Materiały
• Year: 2016
• Issue: 2/2016 (22), cz.2
• Pages: 194-200

Dates

published

2016-12-12

Contributors

author

Cybulski Krzysztof

• Wydział Zarządzania, Uniwersytet Warszawski

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Identifiers

ISSN

1733-9758

DOI

10.7172/1733-9758.2016.22.15